As a salesperson, it is your mission to discover exactly what your customer requires by asking the necessary, most pertinent questions.
The process of discovery is of paramount importance in your selling career and learning to ask the correct questions is a very necessary skill to acquire. Only when you have discovered what it is that your customers require can you begin to present them with the appropriate solution. Cold-calling can become a thing of the past if you become adept at learning as much as possible about your potential customers …

If a prospect does not understand the products or your proposition, it would be useless to continue an attempt to sell without first clarifying what is being presented. So when an objection indicates that the prospect lacks understanding, you need to become an educator, or a teacher.
Action Step:
Ensure that you are able to identify the causes of various objections. This way you will be well-positioned to educate your customers when they don’t fully appreciate the product that you’re selling. A lack of understanding on the client’s part will put an …

The Japanese believe that business is temporary, but relationships are eternal. Stop simply offering your products and start building relationships.
Relationship-building is imperative in selling. There are products on offer for sale everywhere – but not everybody is an expert. If you can build a solid relationship with your customers and convince them of your expertise in the industry, you will enjoy a long-lasting mutually-beneficial working relationship with them.

Action Step
Take some time to listen to your customers’ needs and wants. Discover all that you can about …

The world’s oldest profession involves selling. One might even argue about which came first – the selling or the sex? In fact, selling and sex are so closely related that succeeding at either one of them can be euphoric, addictive, and good fun. Some people might like to argue that selling is not better than sex. They believe it’s the other way round.
Business can be fun and should be fun. Love what you do and do what you love. It’s about passion…it’s about creating the pathway for your own success …

I am sure you have heard about salespeople earning $200-300k, a million or even more. Do you think this sales person is better than you are? They are not much different from you; they are not geniuses or impeccable experts in their field. They probably don’t know much more about their products or service than other salespeople in the same company.
So you are probably asking yourself – how is it that they can make six or seven figures and you are struggling month by month to make ends meet and …

No American can afford to treat salesmanship as a small matter. Why? Because the United States started out on a salesmanship basis for this reason: because only thirteen states were gained by war and all the others were gained by purchase and bargaining.
On five great historic occasions Uncle Sam went out with his money in his hand and bought more real estate. In 1803 he bought Louisiana from Napoleon for $15,000,000. Thomas Jefferson drove the bargain and actually picked up fourteen new States at a price of two and a …

The old idea of a sale was that one person’s profit was another person’s loss. The idea of a deal being two-sided and a benefit to both parties, is comparatively modern; but it is by virtue of this fact that good salespeople know the customer not as an enemy, but as a friend.
Pretended friendship does little good, the friendship must be actual. Why? Certainly not on account of the beauty of friendship as a sentiment. You may make such friendships elsewhere than in your business.  It is because if your …

How many of us have dreamt of being able to brag about our achievements, openly and honestly, showing off our trophies for all the world to see without the risk of being sidelined for lewd behavior? Well, with selling you absolutely can! If you have it, you get to flaunt it and let people know that you’re as good as you are – it’s important for your reputation. Remember, you’re going to invest an enormous amount of time and effort in your reputation because that is the vehicle that will …

This is one of those videos, that makes you think.

Years it took to reach a market audience of 50 million:

Radio — 38 years
TV — 13 years
Internet — 4 years
iPod — 3 years
Facebook — 2 years

It is estimated that a week’s worth of the New York Times contains more information than a person was likely to come across in a lifetime in the 18th century (I’ve used this info in my book “Trigger events” in 2007!)
There are 31 Billion searches on Google every month. In 2006, this number was 2.7 Billion. …

You’re a sales genius. They love you; they trust you; and some of them keep on coming back for more. However, you can very suddenly go from Hero to Zero if you don’t keep your sales figures up to scratch. As a sales genius, you’ll be working hard to have deals lined up for weeks in advance so that you’re not enslaved by what has been referred to as “the Curse of a Sales Job”.
Working month to month, just treading water in the hopes of staying afloat, does not make …